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Having trouble attracting and retaining sales reps? Is your Sales compensation plan to blame?

Having trouble attracting and retaining sales reps? Is your Sales compensation plan to blame?
September 10, 2012 at 2:00 - 3:00 PM ET
Teanna Spence, Director of Compensation Products(Cornerstone Software Inc)
Incentive compensation is often the second highest variable expense after salaries. It is also the most powerful lever a company has to motivate the sales reps to achieve the company’s strategic goals. Sounds pretty important, right? Yet HR involvement in creating the sales plans is lacking or completely missing. You feel the pain when the sales compensation plan is broken but can be at a loss as to how to help.

Join Teanna Spence from Cornerstone Software, Inc. as she explains the role Human Resource professionals can take in helping your company create great sales compensation plans. In this session you will learn about the symptoms of a bad commission plan design, which often results in high turnover or inability to attract top talent to your company and many other issues.

HR should be more involved in the sales compensation process than just setting the right Target Total Compensation but often the involvement stops there. Learn about the unique perspective you as an HR professional can bring and how to help the commission plan design in your company.

With planning season around the corner there are things you can be doing today to prepare for this busy time. Your company may be changing focus next year, adding job roles or changing the sales organization which will change the sales compensation plan design. You will learn key strategies for communicating these plan changes. Even if there are no anticipant changes you should review the current commission plans. In this session you will learn tips on how you can get a seat at the plan design table and what you can do to improve your company’s sales plans.
Who Should Participate
Human resource professionals of all size businesses that have a sales organization
What You Will Learn
In this session you will learn the warning signs of a bad sales compensation plan, how HR can get involved, and how to help create more effective sales compensation plans for your company to attract and retain top sales talent.
Recommended Resources
Cornerstone Software Sales Compensation blog 10 Tips for Great Sales Compensation Sample Sales Plan
Human Resources Management
Organizational Development
Performance Management
Pay For Performance
High Performing Teams
Strategic HR
Mergers and Acquisitions
Strategic Decision Making
Measurement and Metrics
Leadership Retention
HR As Consultant
Small Business
Incentives Measurement, Reporting and Analysis
Incentives, Rewards and Recognition
Incentives Planning and Management
Rewards and Recognition
Quality of Hire
Presented by
speaker spacer
Teanna Spence
Cornerstone Software Inc

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Event Sponsors
Cornerstone Software Inc
Cornerstone Software, Inc. automates the sales compensation process from plan design through payment with Makana Motivator®.
File List
Name Comment Rating
4 / 5
Very Good Presentation
3 / 5
Good Presentation
Image of Baruch Marmor Baruch Marmor
B.M. SQA Consulting
5 / 5
Excellent Presentation
Image of Korin Giordano Korin Giordano
KG Compensation Consulting
4 / 5
Very Good Presentation
Image of Mj Smith Mj Smith
Acacia Life Insurance
3 / 5
Good Presentation
Image of Dalene Crowder Dalene Crowder
Verizon Telecom
4 / 5
Very Good Presentation
Image of Mike Carbone Mike Carbone
Compuware Corporation
5 / 5
Excellent Presentation
Image of Vicky L. Vicky L.
Compensation Professional
4 / 5
Very Good Presentation
Image of Barbara Barry Barbara Barry
Benefits Consultant
5 / 5
Excellent Presentation
5 / 5
Excellent Presentation
Image of Nanci E Lamborn, SPHR Nanci E Lamborn, SPHR
eVestment Alliance
Presenter's delivery sounded as if she were reading a children's story to a toddler and much of the presentation was being read word for word. Presenter could use some practice in working on more engaging and assertive presentation skills. 2 / 5
Poor Presentation

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"The use of this seal is not an endorsement by HR Certification Institute of the quality of the program. It means that this program has met HR Certification Institute’s criteria to be pre-approved for recertification credit."
WorldatWork Society of Certified Professionals. Recertification credit for this event applies to the Certified Compensation Professional (CCP®), Certified Benefits Professional® (CBP), Global Remuneration Professional (GRP®), Work-Life Certified Professional (WLCP®), Certified Executive Compensation Professional (CECP™) and Certified Sales Compensation Professional (CSCP™) designations granted by WorldatWork Society of Certified Professionals.

Recertification credit for this event can be taken by entering it into your online WorldatWork Society recertification application and entering the program date, title and length. Please note that the CECP and CSCP designations require a minimum number of credits from executive and sales compensation-related activities. For more information on recertification, visit the WorldatWork Society recertification webpage at

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